Justin Barney

Justin Barney is the President & CEO of ScaleArc, a startup in Silicon Valley that was recently included in the Top 10 Hot Big Data Startups to watch by CIO.com. He is also an investor and advisor to other technology based start ups. Justin shares his experiences from when he was a sales rep, including how he closed an 8 figure deal with Google, and his experiences dealing with sales reps since his move to the CEO role.

In this conversation Justin goes into depth about the dilemma that sales reps face today in this economy of competitive compensation plans, high expectations to make money and the high OTEs offered by public companies. He talks about some of the consequences of pulling the rip cord too soon and the HUGE commissions he would have gladly paid out.

Justin also shares some insights and practical strategies including:

What CEO’s are looking for in an interview & what questions to ask (and not ask)

What you should look for in a start up

How to make the jump from Inside Sale Rep to Outside Field Rep

If you only have five minutes, this is a must hear: *[23:15] Interviewing with the CEO

I am very grateful to Justin for taking the time out of his very busy schedule to share his experiences and success so that we can improve our sales skills and careers. I sincerely hope you enjoy this conversation as much as I did!